Mark Expected That He Was Going to Have to Deal

question 121

Multiple Choice

Mark expected that he was going to have to deal with a middle-aged man in a loud sport coat, and he was surprised when the salesperson, Melanie, approached. He inferred that he would not have to be so tough negotiating with a woman of his own age. Almost immediately, Melanie rejected his low-bid offer for the classic silver 1987 Camaro. In the sales interaction, they had quickly reached a tacit agreement about the way each would behave during the sale, a process called:

• A) interaction dominance.
• B) missionary selling.
• C) pre-purchase search.
• D) identity negotiation.

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Definitions:

Leadership Process

A series of actions or steps taken to guide and direct a group towards achieving a common goal.

Communication Issues

Challenges or problems encountered in the exchange of information between individuals or groups.

Basic Communication Conventions

Fundamental rules and norms that guide the process of exchanging information effectively and appropriately.

Giving Opinions

The act of expressing personal beliefs, feelings, or thoughts on a subject or topic.